Finding Sales Leads In Old Fortunes

February 28th, 2013

Old fortunes sound like the stuff of stories but they can be a source of sales leads for real life financial services. Seeing as wealth management is under its umbrella, it is actually not surprising for advisors and other financial experts buzzing upon news of someone inheriting great wealth (even more if they are looking for some help in handling it). Regardless, certain steps must be taken before you can consider them sales leads.

These Sales Leads Are Opportunities Where You Must Not Be Opportunistic

There are many stories across genres that feature the inheritance or stumbling upon old fortunes. And in all of them, those who suddenly approach the lucky finder or heir are frowned upon as opportunists. This must not happen when your sales leads have any ties to some old fortune. It is true that the need to manage great wealth can potentially include any party among your financial services leads but that has always been cause for caution.

Step 1: Get them inbound, just to be safe – When avoiding an opportunistic impression, the best solution would be inbound sales leads. Using less interpersonal and wide reaching marketing tactics (e.g. website marketing, email blasting, targeted advertising) can attract much attention for sales leads, including that of those with old fortunes that want them managed. In short, let them come to you.

Step 2: Know the story behind the fortune – Generating sales leads requires you to familiarize yourself with your prospect. That includes knowing the story behind their wealth. Was it inherited? What does it comprise of? How does it relate to the plans your prospects have for it?

Step 3: Watch out for anything fishy – It is only natural to be suspicious of someone who just comes to you from out of the blue saying they have a lot of money that needs taking care of. These might be your financial sales leads but even sales leads are not an excuse to do business with those who you do not trust.

Step 4: Assure them privacy upon qualification – Do not be quick to publicize your relationship with them even if it would seem like a good idea for generating more (if not similar) sales leads. Instead, why not have them put a good word out for you? Establishing each other’s trust will do more for your reputation.

People who either suddenly find themselves with wealth or have been hiding it away for a long time both need as much financial advisory when doing so. The matters are quite delicate (and even extend beyond financial to legal matters as well). Therefore take careful steps when you acquire such sales leads in your business lead generation campaign.